# Executive Dossier: Luna Wavelength ## Quick-Reference Card --- ### Visitor Snapshot | Field | Detail | |-------|--------| | **Name** | Luna Wavelength | | **Title** | Chief Innovation Officer | | **Company** | GalactiCorp Space Industries | | **Industry** | Aerospace / Defense | | **Company Revenue** | $14.5B | | **Employees** | 68,000 | | **Headquarters** | Denver, CO | | **Account Tier** | Strategic | | **Account Health** | 92/100 | --- ### Relationship Summary | Field | Detail | |-------|--------| | **VVIP Tier** | PLATINUM | | **SAB Member Since** | Q4 2024 | | **SAB Role** | Co-Vice-Chair, Aerospace & Defense Advisory Board | | **SAB Attendance (TTM)** | 4/4 (100%) | | **Executive Sponsor** | Roberto Vega, SVP Public Sector | | **Sponsor Last Touchpoint** | Mar 2026 (Security audit readout) | | **Engagement Score** | 94/100 | | **Relationship Stage** | Champion | | **Role in Buying Center** | Technical Champion + Economic Influencer | | **Contract Value** | $6.2M ARR | | **Contract Renewal** | February 28, 2027 | --- ### Top 3 Strategic Priorities 1. **Satellite Ground Station Edge Computing** -- GalactiCorp is modernizing its global network of satellite ground stations (47 sites worldwide). Luna is leading the platform modernization effort to deploy edge compute at each ground station for real-time telemetry processing, ML-based signal analysis, and autonomous downlink handling. This is a multi-year, $8M+ initiative. 2. **NIST 800-171 Compliance for Defense Contracts** -- GalactiCorp bids on Department of Defense contracts that require NIST 800-171 compliance. The current security audit found 3 compliance gaps that are blocking contract expansion. Luna's team is partnering with CISO Colonel Drake to remediate. 3. **Air-Gapped Deployment Capabilities** -- Several defense and intelligence customers require fully air-gapped deployments with no internet connectivity. Luna is evaluating OpenShift's air-gapped deployment story for classified and near-classified environments. This is a prerequisite for several large public sector deals. --- ### Background & Context - **Former NASA JPL engineer** (8 years on Mars rover telemetry systems before moving to industry) - **Active Apache committer** -- contributes to Apache NiFi and Apache Kafka projects - **Open-source advocate** -- speaks at conferences, has published blog posts arguing open source is essential for aerospace mission-critical systems - **Deeply technical** -- will test everything hands-on, writes production code on weekends - **Security clearance** -- TS/SCI (cleared for classified briefings if venue supports) --- ### Communication Style Profile | Dimension | Guidance | |-----------|----------| | **Style** | Deeply technical, methodical, tests everything before trusting it | | **Technical Depth** | Very high -- former NASA JPL engineer, Apache committer | | **Format Preference** | Whiteboards and hands-on labs. Likes to type code live. | | **Meeting Preference** | Morning starts, structured agenda, hands-on time is mandatory | | **Communication Channel** | Email first, video call for deep-dives | | **What Works** | Technical depth, honest admissions of gaps, open-source transparency | | **What Doesn't Work** | Marketing claims without evidence, overconfident positioning | --- ### Critical Flags | Priority | Flag | Detail | |----------|------|--------| | **HIGH** | Security Blocker | CISO Colonel Drake is blocking $8M expansion due to 3 unresolved NIST 800-171 compliance findings. Must be addressed during this briefing. | | **HIGH** | Compliance Gaps | 3 NIST 800-171 compliance gaps found in Q1 2026 security audit: (1) audit log retention policy, (2) encryption key rotation, (3) supply chain attestation. | | **POSITIVE** | Platinum Champion | Luna is Platinum tier, engagement score 94, SAB Co-Vice-Chair. Strongest champion in the SAB. Has personally endorsed us to 3 other aerospace customers. | | **OPPORTUNITY** | $9.2M Pipeline | Combined: $8M satellite ground station edge computing + $1.2M air-gapped cluster deployment. Both tied to this briefing. | --- ### Active Pipeline | Opportunity | Stage | Value | Close Date | Notes | |-------------|-------|-------|------------|-------| | Satellite Ground Station Edge Platform | Proposal | $8.0M | Q4 2026 | BLOCKED by NIST compliance findings. Decision pending Colonel Drake signoff. | | Air-Gapped Cluster Deployment (Classified) | Discovery | $1.2M | Q3 2026 | Contingent on air-gapped deployment demo during briefing. | **Total pipeline at risk**: $9.2M --- ### Products Deployed - OpenShift Container Platform (multi-cluster, 14 production clusters) - Red Hat Enterprise Linux for Real Time - Ansible Automation Platform - OpenShift Data Foundation - Advanced Cluster Security for Kubernetes - Advanced Cluster Management --- ### Recent Support History | Date | Severity | Summary | Outcome | |------|----------|---------|---------| | Mar 21, 2026 | P3 | NIST compliance documentation request | Completed. Positive feedback from Luna's compliance team. | | Feb 09, 2026 | P4 | RHEL real-time kernel tuning guidance | Resolved same day. Luna personally thanked the support engineer. | Support relationship is excellent. Luna's team gives consistently high CSAT scores. --- ### Recommended Approach **Run a dual-track briefing.** Luna will attend the strategic/innovation track, while CISO Colonel Drake attends a parallel security-focused track. Joint sessions bring both tracks together for key decisions. This structure respects both stakeholders' priorities without forcing one to sit through content not relevant to their role. **Key messages:** 1. Present concrete remediation for all 3 NIST 800-171 findings in the Drake security track 2. Lead with satellite ground station edge architecture in the Luna innovation track 3. Execute live air-gapped deployment demo (this is the $1.2M unlock) 4. Bring the security engineering lead in person -- Drake will want to meet them face to face 5. Joint session at lunch: both tracks come together for roadmap commitment **Platinum protocol requirements:** - CEO drop-in is REQUIRED (15 min minimum) -- Platinum tier mandate - Both Roberto Vega AND the EBC Manager must greet at the lobby - Premier boardroom is mandatory - Executive Suite accommodation arranged by Red Hat - Car service from Denver airport (DEN) **Relationship goal:** Unblock the $8M satellite ground station deal by closing NIST findings, and secure the $1.2M air-gapped deployment by delivering a convincing live demo. Maintain Champion status with concrete evidence of execution. --- *Compiled from: CRM (Salesforce), VVIP Roster, SAB Meeting Notes, Security Audit Report, Engagement History* *Data freshness: CRM export 2026-04-08 | VVIP roster 2026-03-15 | Security audit 2026-03-15* *Next refresh: Automated pre-briefing (T-24h)*